Influence: Science and practice

By:

"Cialdini, Robert B."

Material type: Text

TextPublication details: Boston; Pearson; 2009Description: 260pISBN:

9780205609994

Subject(s):

Influence (Psychology)

DDC classification:

153.852 CIA

Summary: Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say “yes” to another's request). Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say “yes.” Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.

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Holdings
Item type	Current library	Call number	Status	Date due	Barcode	Item holds
Books	Gandhi Smriti Library	153.852 CIA (Browse shelf(Opens below))	Available		157460

Total holds: 0

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Previous	153.852 AXE Getting your way every day	153.852 BED 3 steps to yes	153.852 CIA Influence: the psychology of persuasion	153.852 CIA Influence: Science and practice	153.852 DUT Flipnosis	153.852 GRE Art of seduction	153.852 Gre Art of seduction: 24 laws of persuation	Next

Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say “yes” to another's request).
Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say “yes.” Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion.
Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.

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